Performance Selling

Performance Selling

Authors: Christian Belz and Wolfgang Bussmann
Details: (english), Thexis and Mercuri International 2002

This book is for everybody in charge of, our influencing, sales in a company - top management, market responsible, sales and marketing responsibles.

"In future, many pharmaceutical companies will sell their services while handing over their products free of charge"

Sales in the future will change from what we know today. Only those companies who adapt their selling so that it adds value for customers will ensure a promising and successful future. If nothing is done about today's personal selling, it will continue to loose ground to e-business and other standardised selling tools.

The book is a valuable tool to plan the future of selling in your company. It includes:
• Trends in selling: internationalisation, co-operation, distribution, sales competence, customer relations, management and controlling, sales support and e-business
• Research results from a survey of 346 executives from 13 countries
• 38 scenarios by executives in international companies on the future of sales
• A step-by-step approach to more professional selling